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Table Of Contents

Foreword
How to Use This Book
Bribe the Significant Other
Involve the Family
Prospect With a Task Force
Use Your People
Call Them Associates
If You Want Loyalty
Make Me Feel Important
Strategic Partnerships
Sell in Bunches
People-to-People Prospecting
Birds of a Feather
Get Them on Your Own Turf
Become a Joiner
Intentional Relationships
Are You New or Recycled?
Love That Loyalty
Do You See What I See?
Zero Defections
Turning Off Your Prospects
Pushy Prospectors
Don’t Let the Fish Flop Away
Your Way or My Way
Help, Don’t Sell
The Power of Compliments
Become a Yes Person
Sell Your People First
Fix the Problem
People Are Funny
Inspiring a New Hire
Respect Their Time
All Buyers Are Liars
My Name’s Not Bud
Beware of Agitators
Label What Differentiates You
Do Something Different
Be Creative
Go In Naked
Believe It or Not
Try Something Different
Little Things with Big Payoffs
Being Different
Do What Others Don’t
Learn From Chameleons
Beware of First Appearences
The C-Y-A Factor
The Best Prospect Ever
Connect Like Velcro
Whatever It Takes
Love Those Freebies
Do You Qualify?
Before You Open Up
Learn from the F.B.I
Keeping Top-of -Mind-Awareness
The Proof of the Pudding
What About Tomorrow?
Your Elevator Speech
Point Out the Problem
Go After Lost Customers
Free Still Works
Out of Sight Means Out of Mind
E-mail: Friend or Foe?
Keep the Lights On
One Magic Word
Quality Speaks Volumes
Keeping up With Technology
Is Your Image Working for You?
Don’t Take It for Granted
Make It Easy to Buy
Make Them Feel Safe
Loose Lips Sink Prospects
Building Trust
Falling Out of the Dumb Tree
Consider Name-Dropping
Freebies Are Hard to Turn Down
Creative Advertising Can Work
Claim Those Free Dollars
One Magic Question
Prospects Must Be a M-A-N
Yes, No, and Maybe
Bigger Is Better
Networking
One Size Fits All
All’s Fair in Love and War
Do You Know What They Know?
What Gets Repeated
Traditions Should Be Sacred
The Puppy Dog Lick
What Is It You Sell?
Everything Matters
When Do You Need It?
Lost Sales Mean Opportunities
Perceptions of Value
Prospecting With Hulk and Bulk
It’s All About Value
How Much Does It Cost?
Stack Up the Benefits
How Much Is Your Price?
The $10 Stupidity
Losing Their Luster
Tell Them What You Can Do
Are You Listening?
The Problem With Communication
No Is Not the Answer
Selective Hearing
If Only We Had Time
Anticipate Obstacles
Decide Not to Sell
Selling to the Senses
Never Assume It Took Place
Attention to Detail
Make Smiles Zero Tolerance
It’s Okay to Know You Don’t Know
Don’t Be a Bungling Bob
Create Your Personal Gold Mine
The Insanity Principle
Beware of Fatal Ruts
Criticize, Condemn, and Complain
How Are You Really Doing?
Meet Uncle F-E-S-S
Don’t Be a Drop-in Visitor
Don’t Love Them and Leave Them
Organize Your Prospect Efforts
The Agony of Defeat
It Is Not What Happens To You
So You Can’t Afford To
Become an Information Junkie
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151 Quick Ideas to Get New Customers

151 Quick Ideas to Get New Customers

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Published by S Ho

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Published by: S Ho on Jan 21, 2012
Copyright:Attribution Non-commercial

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02/07/2012

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